Principal - Sales Account Executive

Schedule: Full Time

Job Type: Hybrid

Salary Type: Salary

Req #: 3456

About the Role:

Uber Freight is seeking an accomplished enterprise seller to win strategic customers and expand multinational accounts across Mexico and the United States. You will improve customer supply chain performance through integrated transportation, customs, distribution and technology solutions, including TMS Software as a Service (SaaS), LCC control towers and MTS managed transportation solutions, delivering measurable value and profitable growth. At P6, you will independently lead complex sales cycles, engage VP and C-suite stakeholders, and bring Mexico and U.S. teams together around one customer strategy. You will own commercial execution from account selection and discovery through negotiation, launch readiness and account expansion, working with functional owners to turn customer awards into realized revenue.

What the Candidate Will Do:

Build strategic account plans. Prioritize enterprise prospects and assigned accounts using market intelligence, customer strategy and supply chain needs. Map locations, divisions, buying centers, competitors and share of wallet; define growth opportunities, executive engagement and clear actions with owners and dates.

Lead consultative discovery. Understand the customer’s operating model, cost drivers, service risks and growth priorities. Quantify the impact of current challenges and build business cases around total cost, reliability, visibility, resilience and accountability.

Develop an ecosystem of relationships. Build active relationships across Supply Chain, Logistics, Procurement, Finance, IT, Operations and executive leadership. Develop

Champions, reach economic buyers and maintain multi-threaded engagement across Mexico, U.S. and global stakeholders.

Own complex enterprise deals. Lead qualification, RFIs and RFQs, solution workshops, proposals, negotiations and closure. Apply MEDDPIC to validate customer value, decision criteria, buying process, champions, competition and procurement requirements; maintain customer-aligned close plans.

Sell integrated logistics and technology solutions. Combine domestic and cross-border trucking, customs, freight forwarding, warehousing, cross-dock, pooling and intermodal with TMS SaaS, LCC control towers and MTS managed transportation solutions. Work with specialists to define the right mix of software, services and capacity for each customer.

Lead logistics technology sales. Develop software and technology-enabled opportunities through process discovery, demonstrations, technical evaluation and business cases. Engage IT, security and business stakeholders; align integration, implementation, subscription economics and adoption with Product and Solutions teams.

Partner with U.S. sellers on shared account plans, proposals and expansion across plants, divisions and services.

Ensure the solution can be delivered. Engage Procurement, Operations, Customs, Solutions, Finance, Legal and Technology early. Validate carrier appetite, capacity, rate validity, economics and launch requirements before commitments. Surface late-stage opportunities in joint reviews and resolve blockers with clear ownership.

Carry the customer commitment through launch. Agree handoffs, onboarding milestones and first-load readiness with implementation and operations owners. Stay commercially accountable through ramp-up, communicate realistic commitments and address gaps quickly; lead QBRs and expansion plans after launch.

Basic Qualifications

Experience. 15+ years of progressive experience in the 3PL, freight forwarding, truck

Transportation, customs or broader supply chain ecosystem, including substantial enterprise business development and strategic account ownership in Mexico.

Documented commercial success. A sustained record of achieving sales goals, winning new enterprise customers and expanding accounts profitably. Ability to explain personal

Contribution, deal complexity, revenue and margin outcomes, and how awarded business became an operating business.

Enterprise selling expertise. Proven leadership of long, complex sales cycles involving multiple decision makers, formal sourcing processes, legal and commercial negotiation, and cross-functional solution development. Strong consultative selling and value-based negotiation skills.

Executive relationships. Demonstrated ability to earn trust with VP and C-suite leaders, facilitate strategic conversations and connect logistics decisions to financial and business priorities.

Experience navigating multinational organizations and developing relationships beyond a single contact.

Mexico and U.S. collaboration. Strong understanding of Mexico–U.S. supply chains,

Cross-border transportation and customs dependencies. Proven effectiveness with U.S.

Commercial teams and customers in a multicultural, matrix organization.

Bilingual communication. Fluent business English and Spanish, written and spoken. Able to lead executive discovery, present a business case, negotiate and deliver concise commercial updates in both languages.

CRM and sales technology. Advanced Salesforce proficiency and disciplined account plans, stakeholder maps, qualification, stages, close dates, next steps and risks. Use tools such as Gong and LinkedIn Sales Navigator. Experience selling or supporting technology solutions and managing technology accounts, with understanding of software evaluation, subscription models, integrations, adoption, renewals and expansion alongside transportation sales.

Education and mobility. Bachelor’s degree in Business, International Trade, Supply Chain, Logistics or a related field, or equivalent practical experience. Availability for customer visits and travel within Mexico and the United States.

Preferred Qualifications

Experience selling TMS SaaS, control tower or managed transportation solutions; leading demonstrations and technical discovery with specialists; and managing technology adoption, renewals and expansion.

Experience developing automotive, consumer goods, retail or industrial accounts and nearshoring opportunities.

Familiarity with analytics, EDI and API integrations,

MEDDPIC or a comparable qualification framework, and mentoring sellers.

How You Work

You combine executive presence with disciplined follow-through. You are organized,

Analytical and adaptable, manage competing priorities with minimal supervision, and

Communicate clearly across cultures. You challenge assumptions respectfully, influence

Without direct authority and bringing teams together to solve customer problems. You protect

Customer information, respect pricing and approval processes, and make commitments

grounded in operational capability.

How Success Will Be Measured

Performance will be assessed against agreed goals for realized revenue and gross profit, enterprise wins, account expansion and multi-service adoption. Technology goals include recurring revenue, customer adoption, retention and expansion where applicable.

Leading indicators include qualified pipeline, forecast accuracy, stakeholder coverage and CRM quality.

Shared measures include onboarding, award-to-first-load or technology go-live timing, ramp-up and customer outcomes.

What Strong Candidates Should Demonstrate

Discuss two enterprise wins and one account expansion, explaining the customer problem, stakeholder strategy, value, negotiations and realized results. Include a technology solution example and your role in evaluation, implementation alignment or account growth.

Present a sample account plan and demonstrate executive communication and consultative discovery in English and Spanish. Examples may be anonymized.

About Uber Freight

Uber Freight helps companies move goods more reliably and efficiently. We bring together the technology, people, and transportation capacity they need, using real‑time data fr